3-21 - Negotiating I. Defined - Interdependent "I need...

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Negotiating I. Defined - Interdependent – “I need your time or your affection” - Different positions – you want something the other person may or may not want. II. Before the Negotiation - Know your BATNA (Best Alternative to Negotiation) – If I don’t negotiate something, what will or won’t happen. - Know what the other person wants – We tend to focus on what we want vs what the other one wants What I want What you want What I can give up What you can give up III. Positional Negotiating (win-lose) – you win or the other person loses Use the anchoring bias – we compare to what we know…people set anchors (ex. If you go car shopping, don’t tell them you have a super expensive car at first) Make a large initial demand – in negotiating…(ex. Don’t disclose – Don’t tell them how much you want to spend. Keep them off balance (e.g., bluffing, threats) – Tell them you are looking at other products, not just that one. Discredit their position
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3-21 - Negotiating I. Defined - Interdependent "I need...

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